# Sales Mix Variance

### Sales Mix Variance

Calculating how much a product or your entire inventory contributes to your bottom line is necessary to grow revenue. However, when you carry a variety of goods, calculating a breakeven point on sales or working toward a particular profit level becomes more complex because profit from item to item differs. To find out how many of each item you need to sell, you must use your sales mix, variable costs and purchase prices for individual items to determine their contribution margins. Contribution margins are then averaged to determine the weighted average contribution margin, or WACM, a key component of a multi-product breakeven calculations. To properly calculate the weighted average contribution margin, start with the most accurate data possible. You need the sale price for each item in your inventory as well as fixed costs for your business.

Adverse sale mix variance indicates that low margin products were sold in high proportion during the period than it was expected in the budget. ABC budgeted sales of 1,700 units of M and 3,400 units of N in the last year. The standard variable costs of a single unit of M and N were set at \$2,500 and \$850 respectively. Aliengear budgeted sales of 1,600 units of Turbox and 2,400 units of Speedo in the last year. The standard variable costs of a single unit of Turbox and Speedo were set at \$1,500 and \$750 respectively. The key formula used to calculate the break-even or target profit point in units for a company with multiple products is as follows.

To analyze the product-wise sales makes you have to understand the contribution and the cost of every item. For example, you need to look at what is the purchasing cost of the individual books and compare them with the sale price of every book. Certified Public Accountant Whatever allocation method you use, your estimates might be incorrect. Instead of 40%, maybe the supervisor spends 55% of this time of the Straight Leg jean production process. The point here is that your might allocate fixed costs incorrectly.

Contribution margin covers each product’s share of fixed costs. Whatever remains after paying fixed costs equals your profit. Those with the best margins are the stars on your menu and as such are the items you’ll want to try and have your teams sell more of. Here, you can even begin working to determine what menu items may need to be scrutinized more closely and possibly priced up / down, updated or replaced. Looking at items sold by location can be used to create food ordering procedures which can be very helpful when looking to get control of one of your biggest cost buckets . Also, in the example above, it’s clear that the Breakfast Items being sold vary widely by location. This information can be used to reduce prep times, improve product quality and reduce waste.

Particularly using the profit makes this analysis 10 times or 20 times more valuable to your insight. This is a good start but there is a better way that delivers more insight. That is the Price Volume Mix analysis, where we can see how individual factors, such as price changes, sales volumes and product mix affected your revenue. As you can see, management must decide whether to create a sales mix that is heavy in high cost products or heavy in low cost products. Planning a sales mix is a strategy decision that management must make based on economic and market conditions.

The margin of safety formula is calculated by subtracting the break-even sales from the budgeted or projected sales. This formula shows the total number of sales above the breakeven point. In other words, the total number of sales dollars that can be lost before the company loses money. A company may have different production units, where they may produce the same product. In this case, the combined fixed cost of each productions unit and the combined total sales are taken into consideration to find out BEP. Sales variance is the difference between actual sales and budget sales.

## What Is Total Sales Margin Variance?

You also need to make sure you don’t calculate the total for prices as the average of all totals in the column. Instead, just divide your total revenue with your total quantity.

• In the case of the federal government, it refers to the total amount of income generated from taxes, which remains unfiltered from any deductions.
• Once you add all this to your analysis you are starting to get a clearer picture what impact your sales.
• The company has a smaller investment in the \$500 bicycles and will most likely receive a smaller profit on the sale of these bikes.
• Therefore, you are making less from the hamburgers than from other items.
• Operating leverage is a measure of the combination of fixed costs and variable costs in a company’s cost structure.

It indicates that the actual mix doesn’t yield profitable results as budgeted. Management needs to relook the sales mix and the variance for better performance. ProfitabilityProfitability refers to a company’s ability to generate revenue and maximize profit above its expenditure and operational costs. It is measured using specific ratios such as gross profit margin, EBITDA, and net profit margin.

## How Do You Calculate The Sales Mix?

This problem is overcome by calculating weighted average contribution margin per unit and contribution margin ratio. These are then used to calculate the break-even point for sales retained earnings mix. Sales mix variance is the difference between a company’s budgeted sales mix and the actual sales mix. Sales mix is the proportion of each product sold relative to total sales.

Demand for the more profitable products being lower than anticipated. The sales team at Aliengear managed to sell 1,300 units of Turbox and 3,700 units of Speedo during the last year. These assumptions simplify the CVP model and enable accountants to perform CVP analysis quickly and easily. However, these assumptions may not be realistic, particularly if significant changes are made to the organization’s operations. When performing CVP analysis, it is important to consider the accuracy of these simplifying assumptions. It is always possible to design a more accurate and complex CVP model.

So the company can sell both the products in equal, or it can sell Drink X 70% and Drink Y 30%. Deciding the right proportion of the sales mix is a strategic decision. The sales mix compares the sales of a product to that of total sales.

A sales mix is a set of proportions of each product in total sales if a business sells multiple products. Furthermore, these products are not equally profitable for a business, so a contribution margin approach is usually used in break-even analysis with a sales mix or multiple products.

The bottom of the spreadsheet displays the weighted average calculation. The numerator multiplies contribution margin per unit by the number of units sold. That calculation is done for each product, and the results are added together. Analyzing the sales how to calculate sales mix percentage mix allows you to understand how each item affects your earnings. Some items may sell more at a higher amount and cost more to produce, adding less to your bottom line. Additionally, other items may sell for less but have a higher profit margin.

## How Do You Find The Percentage Of Sales Mix?

In this type of situation, the sales mix variance may not show the manufacturer the actual scenario. The result a manufacturer will get from sales mix variance may not be exact if the basis for setting budget used by the manufacturer goes in the wrong way. This is because the data and information used for calculating sales mix variance is originated by multiple departments and the managers. And of course, they will not want to show any negative points about their own department. Hence, due to incorrect availability of data, the results may not be according to your requirements.

This analysis helps management to understand the product-wise performance and contribution to the business. RevenueRevenue is the amount of money that a business can earn in its normal course of business by selling its goods and services. In the case of the federal government, it refers to the total amount of income generated from taxes, which remains unfiltered from any deductions. The cost and profitability of each product need to be identified in order to find the optimal mix. Ending inventory is a common financial metric measuring the final value of goods still available for sale at the end of an accounting period.

## What Is Margin Mix?

Compute the contribution margin per unit to determine which products are more profitable. Shift your sales efforts to sell more products with the higher contribution margin.

## Documents For Your Business

A variable cost is an expense that changes in proportion to production or sales volume. Sales price variance is the difference between the price a business expects to sell its products or services for and what it actually sells them for. Analyzing the sales mix variance helps a company detect trends and consider the impact they on company profits. Understanding your sales mix percentage is easier when you have examples to illustrate the process. Use the sample scenario below to get a better idea of sales mix and sales mix variance. Subtract budgeted unit volume from actual unit volume and multiply by the standard contribution margin.

It tells the «what» but not the «why.» As a result, companies use the sales mix variance and other analytical data before making changes. For example, companies use profit margins (net income/sales) to compare the profitability of different products. Sales mix refers to the ratio of the various products and services your company offers. It reflects each item sold and the profit margin it generates. After all, each product or service your business provides likely has a different price point and a unique profit margin.

I’ve heard all three terms used interchangeably to describe an evaluation of your margin as it relates to the menu. And I’ve also heard each phrase used in a different context to describe other aspects of menu analysis. Therefore you can find out that the book makes a higher profit of 28% while booking a mix of this profit of 25%. Thus, the books are there needs to work on revamping the sales of book A. In the end, no matter where you are in the PMIX reporting spectrum, you’ll want to make time each week to see what’s selling and what isn’t. Information gathered here will help you begin the process of identifying changes that may need to take place including deleting items, adjusting prices or more.

However, I consider Menu Mix to refer to how the menu items are distributed in the kitchen during service. For instance, if you have menu items which come from the grill station, sauté station, and fry station then ideally one third of the most popular items will come from each station during service.

By looking for new distributors or other products, you may be able to cut the costs of the items you sell. As the profit margin improves of individual items, your What is bookkeeping sales mix earnings also improve. The sales mix variance compares budgeted sales to actual sales and helps identify the profitability of a product or product line.

With this volume and sales mix the company is planning to have a small operating loss. Actual Sales Mix is the actual performance of every product with respect to the total sales of the business. They sell More of Nissan Versa because that is the low-cost car, and the demand is more for that car in the market. The profit from the low-cost car will be less in terms of monetary value. They also sell Kia Forte, which is a costlier car that yields more profit, but there is not much demand for that car in the market. This has to be decided based on the demand in the market, production capacity, profitability of the product, etc.

## How Do You Calculate The Impact Of A Product Mix?

In one example it is mostly lobster, and in the other it is mostly spaghetti. At the end of the day would you rather have a 49.6% food cost and \$23,000 net cash; or a 37.1% food cost and only \$8,800 net cash?

If 80% of HP’s unit sales are printers and the other 20% are PCs. Actual sales is the product of actual units sold and actual price per unit. Similarly, actual sales at budgeted price equals the product of actual units sold and budgeted price per unit. Sales mix variance should be used and interpreted with due care in assessing the deviation of performance of a company.

Break-even analysis may be performed for each type of product if fixed costs are determined separeately for each product. Gross profit is just the difference between the sales price and the cost to produce the product. Gross margin is a percentage calculated by dividing the gross profit by the sales price. Once we know the sales mix we can determine the break even point which is the point at which total cost and total revenue are equal.